We often ignore the basic elements we use in both our personal and business communications. In truth there’s not a lot of difference in the two. In … Read more
Is the “Wuss Factor” Hindering Your Sales Success?
I had the pleasure of meeting Ed Rendell when he was the mayor of Philadelphia. He was pointed and direct, quite different from the other politicians I … Read more
Thorough Sourcing X
“I don’t know who I’m calling,” Marianne said. “That’s the problem, isn’t it?” I answered, while thinking to myself that none of us ever really do. She … Read more
Matching, Pacing, and Rhythm
Last week I went to pay some bills online. I looked at my account and realized there were charges listed that I had never made. I called the bank … Read more
Thorough Sourcing IX
Last week I told you we were going to continue Marianne’s story by exploring the opportunities LinkedIn did offer, and I promised that’d we build on those … Read more
Thorough Sourcing VIII
She sat quietly adjacent to me at the oblong table we used on the first day of training. Her six coworkers all seemed to like her. Her name was Marianne … Read more
“I Want Your Job…”
Thirty six years ago, I was an accountant. Happily or unhappily, as the case may be, putting lots of numbers into lots of big black books. Yes, they were … Read more
Thorough Sourcing Part VII
The class question from last week asked what things are at work that would cause Lisa our Gatekeeper to drop her defenses in the statement below. “Lisa? … Read more
How to Make a Phone Call
I have a sense that a real yearning is emerging for information about how to communicate. I mean about how to communicate face to face or over the phone … Read more
Thorough Sourcing Part V
So how do we find the other members in a person’s group when we know that group contains what we’re looking for? As you recall, that was the last question … Read more